MASH+UP by Peter Fisk June 2014

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Peter Fisk explores the best new ideas in business ... Customers + Futures + Brands + Strategy + Innovation + Marketing + Performance ... in this edition: Adidas vs Nike, Bold and Brazilian, Eyeballs …

Peter Fisk explores the best new ideas in business ... Customers + Futures + Brands + Strategy + Innovation + Marketing + Performance ... in this edition: Adidas vs Nike, Bold and Brazilian, Eyeballs and Brainscans, Innovation in Eastern Europe, Apple and Dr Dre, Dash and Driverless Cars, Leadership and Legacy. Contact peterfisk@peterfisk.com

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  • 1. As the FIFA World Cup kicks off in Sao Paulo, it might seem like a battle between nations. Yet commercially, the world is polarised between Adidas and Nike, characterised by Messi and Ronaldo, Argentina against Brazil, and productised by the animal-marked Adidas F50 against the fly-knitted Nike Mercurial. Whilst Adidas is the official sponsor, Nike seeks to “Make History” (as its slogan goes) by engaging fans in more creative and relevant ways. Portugal (and Nike’s) Cristiano Ronaldo is the world’s best known player, with 26 million Twitter followers, compared to just 2 million for Argentina (Adidas’s) Lionel Messi. However the South American gets closer on Facebook, with 57m to 82m likes. 7 of the 10 best known players will have a swoosh on their boots, although more teams will have three stripes on their shirts. Nike captures personalities, whilst Adidas sponsors the sport. Adidas has supported FIFA since 1970, a time when Phil Knight was still trying to run the 4 minute mile rather than sell shoes. Nike, with total sales of $25bn to Adidas’s $20bn, only entered football in 1994, and it remains when of the few categories where they aren’t leaders. World Cup sponsorship costs Adidas $75m, plus a further $400m sponsoring teams, delivering $2.4bn football revenue last year, $0.5bn more than their younger rivals. Nike’s campaign crosses sports to build on other events like the Super Bowl. Beyond ads it includes streaming apps to fuel points, fantasy leagues and personalised shopping. Nike targets three audiences: 17 year old “fanatics” who are obsessed by football and will buy all the gear; 20-25 year old “couch defenders” who will mainly watch online, talk with friends, and express most opinions; and 17-40 year old “premium fuelers” who engage every four years, this time wearing their FuelBands. The rest of us can buy Adidas!
  • 2. BOLD + BRAZILIAN Beyond the beauty of the beaches and passion of the Maracanã stadium, lies a huge nation three times the size of India, rich in natural resources, but also widespread poverty. Brazil is exciting yet exasperating at the same time. After a decade of rapid growth, particularly of a new middle class, the nation has lost momentum. Rioting on the streets, protesting at the spend on sporting events, is a symptom of these growing pains, between expectation and reality, trying to build a better future whilst living for today. Brazil is now the world’s 7th largest economy, but ranks only 95th in terms of GDP per capita. Over the last 30 years, data from WEF shows that GDP per capita has grown by only 1.1%, to China’s 7.7%, India’s 4.3% and global average of 1.9%. South American consumers are typically more driven by social issues than in any other part of the world – improving education, healthcare and community. Knowledge ranks highly, with Burger King offering free text books rather than toys, and Bibliotaxi renting books as you ride. They are also fast adopters of technology, with popular apps for everything from domestic violence to road safety, biometric cash machines and finger printed payment pads. Social media is seen as a platform to demand and facilitate social change, from Rio+ crowdsourcing urban improvements to Post Fumaca Preta outing polluting vehicles. Brazilian brands reflect the passions and priorities of the nation. Natura is Brazil’s most loved brand with a vast range of ethical, organic and sustainable cosmetics sold through a direct sales model. Itau is the country’s largest business, innovating the mobile and branch bank experience, whilst Magazine Luiza is a simple yet effective hybrid model for buying white goods online, then collecting from stores. Braskem is a world leader in sustainable plastic bottles, making them from sugarcane rather than petroleum with significantly reduced carbon emissions, and GraalBio is a renewable energy company, usefully turning the waste of mega cities into useful energy. Havianas is perhaps one of the most travelled Brazilian brands, defining the standard for a good flip-flop, whilst Beauty’in continues to innovate with cosmetics embedded within drinks and food.
  • 3. INSIGHT + INTELLIGENCE Whilst digital technologies have transformed the way in which we connect and engage with customers – from digital channels to social networks – their significance is perhaps even more profound in the ability to understand customers more deeply and personally. The old research methods of focus groups and tick box surveys (generating averages, that had little relevance to anyone) have been replaced by a new generation of techniques. Similarly the focus of research is less about getting people down a sales funnel, and much more about how to best engage, enable, support, retain and encourage advocacy. Lumen Research is a leader in consumer eye tracking, developing “heat maps” of where viewers eyes fall across a printed ad or website. These maps help to understand the importance of key words, but equally of images and layout, simplicity or detail, and the context (surrounding items, themes, and position) in which an ad is place. Neuro-Insight bring an even more sophisticated approach through scanning the brain’s electrical responses to different brand stimuli, whether visual or other senses. In crowded markets awareness (conventionally measured by ad recall) has little bearing on purchase behaviour, giving way to much more emotional triggers, activating different parts of the brain. “Big data” about customers, individually and collectively, enables brands to understand customers like never before. Behavioural economics, predictive analytics, intelligent design … HBR recently suggested that data scientist would be the sexiest job of the next decade. Netflix, the on-demand streaming media brand for example, builds such a rich profile of its viewer preferences and behaviours, that it was happy to pledge $100m to make House of Cards series based entirely on data profiling to create the “perfect” show. Whilst sales transactions and loyalty cards have long been detailed sources of personalisation, new types of data add more insight, from The Weather Channel for example, enabling retailers to anticipate clothing demands, and adapt store layouts, pricing and promotions to match. The problem is not in acquiring data, but in being able to cope with the volumes, and use it in connected and useful ways (CERN has this problem too, only able to process 0.1% of data produced by its hadron collider). Yet the opportunities to create more intelligent businesses are huge. In Russia, Synqera scans shopper’s eyes on entering a store, then connects with their personal profiles, to target in-store promotions and service styles, not just
  • 4. to suit the individual, but also their mood on that day. Similarly GE has become a leader in applying big data to industrial situations, for example by being able to monitor and even control every aspect of an aircraft flying across the skies, from the ground. GE’s “Brilliant Machines” propositions capture the magic of how big data can transform business. IRON CURTAIN + INNOVATION 25 years ago this month, the “Iron Curtain” between east and west Europe began to crumble. I recently went back to the Austrian-Hungarian border where the barbed wire was first cut, and a long line a Trabants (incredibly basic but cute East German cars) chugged to freedom. Nearby Vienna, today’s Central European business capital, has become a gateway to a new creative east: from Croatia’s $1m Rimac electric supercars to Slovenia’s Pipistrel electric aircraft, Volkswagen’s Skoda in Prague and Renault’s Dacia in Bucharest. I also travelled north to Estonia, which is more Scandinavian than Russian, but suffered the same fate. Tallinn has become a tech city over the last decade, inspired by its most famous innovation, Skype. The Estonians live in a digital world – with everything from parking meters to government voting provided online. Tallinn has even been called the Silicon Valley of Europe. Some of the most recent innovations include Fits Me which provides virtual changing rooms for online clothing shoppers, and now offered by many designer brands; Stigo Bike is an electric scooter that folds up like a baby buggy; whilst Heavy Eco is a brand of clothing designed and produced by Estonian prisoners. DASH + DRIVERLESS CARS Innovators across the world are increasingly “thinking bigger”. Google <X>’s moonshot projects are all about finding audacious solutions to big problems. From Glass to cancer cures, space elevators and wi-fi balloons, the projects can seem fictional. Which makes Sergey Brin’s announcement last month that his first driverless cars will be on the roads within a year, seem particularly exciting. As the posters in the Google <X> labs proclaim “Why go for 10% better, when you could go for 10x better?”
  • 5. Jeff Bezos probably didn’t think of himself as a revolutionary when he left his Wall Street job 20 years ago this month, and drove his uncertain wife across America in search of a Californian digital dream. His innovations have been largely incremental – reinvesting profits each year to add new categories and features such as One Click and Marketplace. Now he is thinking bigger, for example with Amazon Fresh delivering groceries to your door (by vans or soon maybe drones), and Prime streaming unlimited movies. Most recently a magic wand called Dash promises to replenish your fridge in hours. Two insights emerge here. First the need to make a service tangible, second the need to communicate a clear proposition. Whilst Amazon might have seen like just another distribution channel, it is now changing our lives. DR DRE + APPLE Andre Young, also known as Dr Dre, is an American rapper who loved listening to music on his iPod. The only problem was the quality of the headphones. So he sat down with his producer Jimmy Iovine and agreed there must be a better way. In 2006 they launched Beats Electronics by Dr Dre, with a range of iconic products that became “street cool” and popular for their intense bass. Unhappy with iTunes, Young soon added his own form of streaming music, with a business model similar to Spotify. Revenues rose to $1.5bn, then last month Apple swooped, paying $3bn. Small change in Cupercino. You can’t help thinking that Jony Ive could have created a better product, but maybe the Apple brand is just too mainstream? Recognising the changing nature of markets, and the need to assert more direction over its marketing, Apple recently set up its own in-house ad agency. The move is likely to become more common, as brands realise that they have more focused insight about their markets, consumers and brands than most outsiders. In a world, no longer driven by ads and media buying, it’s also about building stories across media that are connected, fast and responsive. The next 24 months, is likely to see a major creative shift in many businesses, to develop in-house, joined-up marketing studios. Time for agencies to rethink too. Maybe all Apple wanted was the iconic b of the Beats logo. Icons matter in today’s world, and the simpler the better. Whilst Steve Jobs preferred soba noodles, he would no doubt have approved of McDonalds recent redefinition of all its signage and menus worldwide. Gone are words, leaving symbols to have more meaning. Of course this makes it easy to communicate in many different countries and languages, but there is a more emotional
  • 6. benefit too. When Nike moved to primarily notify its brand identity with the swoosh, it found that images typically have 60 times more impact than words, and when adjacent words are removed, it can be even greater. CREATIVES + KICKSTARTER FastCompany’s annual ranking of the world’s Most Creative People is an interesting (and provocative) list as always, this year headed by a Saudi princess. Princess Reema Bint Bandar Al-Saud is followed by Daniel Buchmueller, the software development engineer for Amazon’s Prime Air, and by Jill Wilfert, Lego’s VP of global licensing and entertainment. Two women in the top three, shows the potential of a more connected brain. Princess Reema is CEO of Saudi Arabian luxury retailer Alfa International, and on a mission to engage more women in her workforce. At her Harvey Nichols store she has replaced men with women in many parts of the store, a dramatic move for a culture which rarely sees women interact outside their home. The law is on her side, banning men from selling lingerie and cosmetics to women, but it is a fine balance between cultural habits and more equality. Last year’s sales fell by 42%, proving that changing the game is not always popular or easy. Interesting names further down the creative rankings include Jamie Miller who is the CIO of GE and shaking up how people see the role of technology driven by outcomes, and Sean Rad who launched the contagious dating app Tinder two years ago. The app now generates 10 million matches a day, with 750m daily swipes (“vote yea, swipe right, or nay, swipe left”). Palmer Luckey, founder of the virtual reality company Oculus VR bought by Facebook for $2bn in March, is just behind, and also Emil Michael of Uber who has transformed the world of taxis with an app that has most inner city cabbies screaming about unfairness. Oculus Rift only exists because of $2.4m crowdfunding on Kickstarter, and is just one of the 135,000 projects who have received over $1 billion from 5.7 million donors over the last 5 years. In fact the most successful project was the Pebble watch, which connects with your phone. It received $10.3m from 69,000 people, 10,000 times more than it actually needed. Co-founder Yancey Strickler recently became the CEO saying he is not only proud of the
  • 7. funding achieved (Kickstarter take 5%) but also of the creative ways in which brands have engaged pledgers and built incredibly loyal fan bases before products are ever made. PledgeMusic created a similar crowdfunding model specifically for the music industry, but puts more emphasis on the ability to showcase new talent. CEO Benji Rogers is most interested in building enduring fan bases that engage people much more deeply in the creative process, rather than just sitting and waiting for the next release. LEADERSHIP + LEGACY Back in the world of football, leadership is a crucial quality. Manchester United’s former manager Sir Alex Ferguson’s leadership formula has become a hit at Harvard Business School. Fergie’s lessons include start with a foundation, dare to rebuild your team, set high standards and hold everyone too them, never ever cede control, match the message to the moment, prepare to win, rely on the power of observation, and never stop adapting. Leadership is always a popular topic. The big shift that I find is from hierarchical to networked leaders – or as I call it, from 2C to 4C leaders – from command and control, to leaders who are catalysts of new ideas, communicators of the big picture, connectors of diversity, and coaches of their people. Marc Benioff of Salesforce.com is particularly keen on leaders as catalysts, whilst Alessandro Carlucci of Natura is passionate about bringing together a diversity of ideas and talents. Of course there are many metaphors and models for great leaders. Three stick with me. Firstly, leaders are “heads up” seeing the future, whilst managers are “heads down” delivering today. Second, leaders “amplify the potential of others,” surrounding themselves with a great team that together achieves more. Third, leaders leave a legacy, adding lasting value to their organisation, and the world. Leaving it a better place. IDEAS + ACTION The only real way to understand changing markets is to get out there. In recent months I have worked with clients developing the future of healthcare in Barcelona and future of publishing in Munich, exploring new models for retail in Los Angeles and innovative franchising in Beirut, working with digital leaders in Istanbul, and entrepreneurs in Vienna.
  • 8. Next stops for me include Jakarta and the fast growth markets of south east Asia, Riyadh where I will focus on more educationally-based customer experiences, Moscow finding smarter ways to sell as the economy stalls, and Buenos Aires unlocking the passion for innovation in South America. Wherever I go, I find consumers who are connected and in control, opinionated and not afraid to express themselves. They want convenience and fair prices, but trust their friends more than any brand. They live for the moment, and have little patience, but still value culture and rituals. They ignore ads that bombard them, and seek authenticity in localness, or online in their own time. Whilst local conditions differ, people are more similar across niches than geographies, and surprisingly common in what they love and hate. I also find an incredible spirit of entrepreneurship, particularly in the growth markets. They don’t expect big companies and governments to look after them, but to find their own way in the “kaleidoscope” of opportunities. They embrace technology and knowledge like food and water, physical and digital, global and local. They dream big, whilst also recognising the need to get started, and to stay agile as they develop. My forthcoming book “Gamechangers: Are you ready to change the world?” explores how to develop more innovative strategies for business and brands. A range of workshops and masterclasses are also available from IE Business School, and for your business. MASH+UP is a quarterly round-up of new ideas and anecdotes by Peter Fisk who is a bestselling author, keynote speaker and expert consultant. He is founder of GeniusWorks, based in London, helping companies to develop more innovative strategies for brands and marketing. He was recently nominated to Thinkers 50 Guru Radar, and is visiting professor at IE Business School, Madrid. His new book “Gamechangers: Are you ready to change the world?” will be published in late 2014. Find out more at www.theGeniusWorks.com or email peterfisk@peterfisk.com